2. 外语
  3. Questions 23-28 • Look at the article below about psychology in business and the questions. • For each question (23-28) th

Questions 23-28 • Look at the article below about psychology in business and the questions. • For each question (23-28) th

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问题    Questions 23-28
   • Look at the article below about psychology in business and the questions.
   • For each question (23-28) that follows, choose the correct answer.
   • Mark one letter (A, B or C ) on you Answer Sheet.
                               Psychology in Business
     Nowadays it is often not enough to be an expert in your own field of business, It helps to apply a little psychology to your business dealings. Some psychological study shows that all have different perceptions, which affect our expectations and attitudes in life in general and in our business dealings. Our attitudes and perceptions of other people affect our relationships with them.
     Perceptions can often be more important than reality. When taking part in a business meeting or negotiation, it can be useful to think about how you see yourself in the business relationship. Some people perceive themselves as being in the stronger position, others consider themselves as a weaker. This immediately creates a win or lose situation. If people put themselves and their opposite number somewhere between the two positions, they are more likely to work together to find common interests and to end up with a win situation in which both parties achieve something. This outcome not only leaves people feeling satisfied but also contributes towards a successful, long-term relationship. In most business dealings, it is important to work on relationships and the establishment of rapport. This includes thinking about common interests, rather than conflicting positions.
     It is useful, therefore, in a discussion to consider your opposite number’s approach and to consider the best way of dealing with that person. If you’re dealing with a skeptical person who does not like to take risks, you will need to build up his trust and enable him to have confidence in you. If you are dealing with various people of different professional backgrounds, it may help to consider varying your approach or presentation so that it is more relevant and interesting to the particular person with whom you are dealing. For example, people with a financial background often respond well to graphic input and a linear approach. So if you can adapt your approach to your customer or business colleague, he or she is more likely to identify with you and therefore cooperate with you.  
What is essential in most business dealings according to the passage?
选项 A、To build successful and long-term business relationships, including considering common interests.
B、To make use of good relationships with the business partner and make more profit.
C、To consider only the conflicting positions in a business dealing so as to take an advantage position.
答案A
解析 本题意是：根据本文，在商务交易中什么是最重要的?原文第二段：一起寻找共同利益那么就可能形成双赢局面，这种结果不仅使人们感到满意，也促成了成功的长期的合作关系。选项A：建立成功的长期的商务关系，包括考虑到共同利益，与原文相符。故选A。
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